Explaining the Coopetition Model for Market Entry in the ICT Sector

Abstract

Successful market entry, cost, and risk management are some of the most important challenges, facing organizations in today's highly competitive and dynamic markets. Changing attitudes toward competition on one hand and the high cost of the entrance, on the other hand, led to the formation of new concepts such as coopetition. Despite the importance, there is no comprehensive research on this issue. So the purpose of this research is to explain the coopetition model for market entry and by considering Iran's Information and Communication Technology (ICT) industry coopetition projects, it has been selected as the statistical population for this research. data gathered through two phases including systematic literature review over the past 15 years and interviews with 16 ICT experts, then data analyzed through Multi Grounded Theory (MGT). Finally and after a focus group composing of ICT experts, a conceptual model is developed about market entry through coopetition, which composed of three constructs: "coopetition antecedents", " shaping and managing coopetition", and "coopetition performance", 51 variables, 22 relates to coopetition antecedents, 17 relates to shaping and managing and 12 relates to coopetition performance.

Keywords

• antecedents
• coopetition
• managing & shaping
• market entry
• performance